Getting started with U-Pick Farming€¦ · 04/04/2018 · Getting started with U-Pick Farming MSU Extension 2018 Beginning Farmer Webinar Series April 4, 2018 Jim Isleib Upper Peninsula

Getting started with

U-Pick Farming

MSU Extension

2018 Beginning Farmer Webinar Series

April 4, 2018

Jim Isleib

Upper Peninsula Crop Production Educator

MSU is an affirmative-

action, equal-opportunity

employer. Michigan State

University Extension

programs and materials are

open to all without regard

to race, color, national

origin, sex, gender, gender

identity, religion, age,

height, weight, disability,

political beliefs, sexual

orientation, marital status,

family status or veteran

status.

A little background on ‘pick-your-own’ farming

• First documented U.S. U-Pick farming was in NJ

and NY orchards in early 1800’s

• Most common products: apples (& other tree

fruits), strawberries, raspberries, blackberries,

blueberries, pumpkins, Christmas trees, garden

vegetables, cabbage

• U-pick peaked in the 1970’s…..why?

• Larger families

• Full-time homemakers

• Home canning much more prevalent

• Most ongoing, successful U-picks are a

component of a larger ‘entertainment-farm’ mix

‘Resurgence’ of PYO farming

• 1980’s – declining ag commodity prices

encourages farmers to seek new markets

• “Agricultural nostalgia” – Americans are more

enthusiastic than most other citizenry

• People go to ‘U-Picks’ for a fun, wholesome

experience, not just for good prices

• ‘Local food’ movement – people more interested

in who produces their food, and how

Is a ‘pick-your-own’ operation for you?

• Are you a “people person”?

• 98% of customers are good people to deal with

• 2% of customers will give you headaches

• What is your current farm business status?

• Producing but not selling products you intend to direct-

market?

• Already producing and selling it?

• Neither? Producing and selling need to be addressed

separately.

• Start where you find yourself right now, and be realistic.


• What kind of market are you aiming for?

• Niche?

• Local only?

• Larger?

• Who are you going to sell to? (do you have

alternatives to the PYO market?)

• Individuals? (least headaches and most profits)

• Groups?

• Businesses

• Retail, wholesale, or both?


• Are you assuming you have market for your

product? Or have you proved your market exists?

• Are you located close enough to a population center?

• Is your farm conveniently located or easy to find?

• Have you talked to lots of people and organizations

such as Regional Planning, Chamber of Commerce,

etc?

• Who else in your area is currently selling the same, or

similar products

• Will your farm take away part of another farm’s market?

Is there enough for both?

• Can I produce a better product than the competition?


• Do you have a quality product?

• Compare your product with the best in the industry, not

just your neighbor!

• Do you have a business plan?

• This is essential if you need to borrow money

• Be conservative when making the plan

• Do you know your cost of production?

• How much it costs to produce your product will

determine your price and profit margin


• Are you comfortable the concept of “the customer

is always right”?

• Remember, the customer drives the direct marketing

business

Successful PYO Operator Characteristics:

• Welcome the public on the farm

Successful PYO Operator Characteristics:• Welcome the public on the farm

• Start small and grow with experience and sales



• Produce quality products




• Utilize season extension





• Manage costs





• Manage costs

• Train and manage labor





• Manage costs


• Manage farm safety and liability risk





• Manage costs



• Provide excellent customer service





• Manage costs




• Promote the operation effectively





• Manage costs





• Communicate effectively with customers





• Manage costs






• Build relationships and loyalty with customers





• Manage costs







• Supervise customers





• Manage costs








• Commit to a long-term venture





• Manage costs








• Commit to a long-term venture

• Be willing to accept higher levels of crop

damage

Common characteristics of PYO customers

• NCSU study 2008

• Motivated by freshness, quality, price, and the experience

of visiting the farm

• Have higher income and education levels than average

• Travel 20-25 miles from the farm

• Typical age is 50

• Visit the farm in groups of 2 or more

• Frequently bring children

Characteristics vary between regions. Farmers interested in

starting PYO operations should analyze their local market.

PYO pros and cons

Pro• Reduced labor to harvest crop

• Cash sales

• Lower operating costs

• Lower packaging costs (when

customers bring their own)

• Reduced post-harvest tasks

(sorting, storage, packing, shipping)

• Opportunity to meet and educate

customers

• Greater market recognition

• Customer advantages (cost

savings, support local economy, fun

& wholesome experience

Con• Farm liability

• Long work hours during harvest

• Weekend work during harvest

• Advertising costs

• Challenging customers

• Unpredictable market

• Unpredictable weather

• Some yield loss

• Poor farm location

• Need to keep farm spic & span

• Market for excess product

• Finding good short-term labor

What you need to succeed…thanks to Steve Fouch, retired MSUE educator

• Location

• Good growing site

• Market potential

• Mix of fruit

• Appropriate size of operation

• Good production system

• Insect, disease and weed control

• Appropriate equipment

• U-pick supplies

• Advertising

What else?

• Business plan

• Time

• Available labor

• Insurance

• Food safety plan

• Positive attitude

• Profit

Comments from a PYO veteran

• Negatives of U-Pick strawberry farm• Weather pattern changes

• Hard to find good, short-term help

• Start-up costs

• Irrigation essentional

• Your property is ‘open to the public’ during picking

• Insect and weed control

• Mammal pest control

• Long, hard workdays

• Customer load can be overwhelming

• Customers don’t usually follow instructions well

• Need good luck

Comments from a PYO veteran

• Positives of U-Pick strawberry farm• People pick your crop – free labor

• Pre-picked orders worked OK if labor available

• Liability insurance has not been an issue

• Lots of good, repeat customers

• “The most fun part of the business was the smiling, laughing and

happy customers” – Pete Maki, Trenary, MI

Michigan Agritourism Association

www.mifarmfun.com

Agritourism defines the places where

agriculture and tourism connect. Anytime a

farming operation opens its doors to the public

and invites visitors to enjoy their products and

services--that's agritourism

http://www.mifarmfun.com/

Considerations for Agritourism

• Knowledge of staff/customer service

• Parking

• Restrooms

• Concessions

• Marketing

• Zoning/building codes

• Insurance

Michelle Walk

Community Food Systems Educator

MSU Extension

319 Court Street

Sault Ste Marie, MI 49783

Office 906-635-6368

Cell 906-440-4732

[email protected]

MSUE Agritourism contact:

mailto:[email protected]

Thanks!

Questions?

Comments?

Jim Isleib, MSU Extension, U.P. Crop Production Educator

[email protected]

906-387-2430

mailto:[email protected]

Documents

Getting started with U-Pick Farming€¦ · 04/04/2018 · Getting started with U-Pick Farming MSU Extension 2018 Beginning Farmer Webinar Series April 4, 2018 Jim Isleib Upper Peninsula